7 Biblical Secrets to Business Success

Everything I needed to be successful in business I learned in Jewish Day School.

After graduating law school and practicing for two years, I launched an airline ticket business which was quickly profitable. I sold that business in 1991 and then launched Hotel Reservations Network which became hotels.com. I sold the balance of my interest in hotels.com in 2003 and after a five year non-compete launched getaroom.com. Recently during our weekly Friday night dinner discussion, I mentioned that getaroom.com is growing and profitable and reached some new milestones.

My mother asked me, “How did you know what to do at this company and the others to make them succeed? You didn’t go to business school or work in a big company.”

She was right. I didn’t have any formal business training other than a basic course in accounting and finance. No work experience in a business. No internships. No mentors.

My answer surprised her. “I owe all of my business success to you and Dad for sending me to a Jewish Day School for 12 years. That’s where I learned best guide book to running a successful business ever written – the Bible.”

Here are the most important biblical principles that led to my success.

1. Do your homework.

I learned the principle of due diligence through Talmudic study. For years, I studied debates among rabbinical scholars on various topics. Nothing was taken for granted – all arguments were considered and debated. I learned to ask why and to make sure I understood the issues. Studying alone was not enough. We were paired with other students and spent much of our time discussing the issues with the classmate we were paired with before the next class. We learned to tear each other’s arguments apart. We read every commentary on the topic we could find.

I approached business the same way. I did my homework. I researched the competition. I tested the market. I argued the other side. There is no shortcut for doing your homework in a business and understanding the competitive landscape. Major mistakes can often be avoided and opportunities found by speaking to experts and analysts, tearing apart business plans, doing market studies and focus groups, analyzing expenses and doing your homework – due diligence.

2. Treat your employees fairly.

One of the most difficult parts of running a business is dealing with employee issues. Employees can be demanding: raises, time off, expenses, conflicts and more. When confronted with these issues, I just thought about the principle of paying employees on time: “The wages of a worker shall not remain with you all night until the morning” (Lev 19:13). The Torah also commands us not to take advantage of your employees: “You shall not abuse a needy and destitute laborer, whether a fellow countryman or a stranger” (Deut, 24:14). This taught me to always treat employees equally and fairly. I applied an absolute level of fairness among all our employees when it came to pay and all other issues. Race, age, gender, religion, color – these had no bearing. It is always difficult to say no, but when you develop a reputation for fairness to your employees, they respect you more and know that they were treated properly.

3. Have the highest level of customer service.

There is a high level of customer service issues in the travel business. Flight delays, lost luggage, noisy rooms, housekeeping issues and more. There are also many that try to take advantage of the system. I employed a very simple standard for customer care: “Love your neighbor like yourself” (Lev. 19:18) – put yourself in the shoes of the customer and treat them as you want to be treated. While many companies struggle with how to handle customer service, following this standard is the best way to build a long term loyal customer base.

We all prefer to patronize businesses that are fair on returns/exchanges and that treat us well. We refer our friends there. When we launched getaroom.com, top customer service was a great competitive advantage in a marketplace of foreign outsourcing and cost cutting. The high level of customer service has differentiated us in the marketplace and enabled us to build a loyal customer base. Treat your customers the way you’d want to be treated.

4. Be honest with customers.

I was constantly confronted with dilemmas: How much do we disclose to customers? Do we deliver exactly what was ordered or something inferior to make a higher profit? Do we put in slightly less weight than the amount the customer believes they are paying for? Do we charge the customer more than we agreed to charge? Do we refund them less? These answers are easy when you follow the Bible’s guidance: “You shall have just balances and just weights” (Lev. 19:36).

Even if your customer won’t find out – don’t cheat them. “Do not… put a stumbling block before the blind” (Lev. 19:14) means do not take advantage when the other party doesn’t know or see what you are doing to their disadvantage. We are often confronted with situations where we can increase profits by cutting corners or otherwise take advantage of the customer in a way that they won’t know about. Why not increase profits by using a cheaper material or a second hand product? Use lower cost components even though the customer believes you are using high end components. When confronted with these dilemmas, the answer is easy when following the biblical principle of not putting a stumbling block before the blind. Don’t cheat your customers, even if they don’t know about it.

5. Always act as if you are being watched.

Your customer overpays you. You receive a refund twice. You are at the cash register and are given a $100 bill instead of a $10 bill. Do you keep the funds that were mistakenly given you or do you give it back? Who will know?

The Sages say, “Know what is above you: An eye that sees” (Ethics of the Fathers, 2:1).When you realize that someone above is always watching you, the answer is easy. You act differently and work under a higher standard. You run your business and personal life honestly all the time.

6. Build a reputation for integrity and honesty.

The Talmud discusses the questions one is asked in the heavenly court at the end of one’s life (Shabbat 31a). The first question asked is: Were you honest in your business dealings? This is the first question because it’s the true measure of one’s success in life. There is no greater temptation to cheat than is a business setting where one can earn more profits. If you can overcome this great temptation, you will reach a high level of character that others esteem. Your customers, employees and those you do business with want to patronize your business. When you are honest, your business grows. You also have the right answer in the heavenly court. As the Medrash says, “If one is honest in his business dealings and people esteem him, it is accounted to him as though he had fulfilled the whole Torah” (Mechilta B’Shalach 1).

7. Be humble: accept and encourage criticism.

“He who loves instruction loves knowledge, but he who hates correction is stupid” (Proverbs 12:1). Judaism teaches us to be humble. Pride gets in the way of success. We all make mistakes. Never think you are always right. Accept and encourage criticism, especially from your employees that understand the business better than anyone. My best ideas came from customers and employees. We read every customer and employee suggestion carefully. I see so many managers and CEOs that don’t listen to their employee suggestions. This is a big mistake. By creating an environment that allows suggestions and criticism, you can greatly improve your business and allow employees and customers to feel more part of the business.

What to do once you are profitable

The Torah teaches us not only how to build a successful business, but also what to do once it is successful. The Bible teaches us to be socially responsible and not forget about those that don’t have food to eat. We have a social responsibility to our communities. We are obligated to donate a portion of our profits to the needy. Encourage your employees, partners and customers to also be charitable through incentive, matching and other programs. Donate a portion of your profits to charity. Run promotions that contribute a portion of every sale to charity. Match your employee charitable giving to encourage them to be charitable. Encourage your employees to do community service. Use your business as a vehicle for community improvement. “The generous soul will be made rich, and he who waters will also be watered himself” (Proverbs 11:24).

View your work as a means, not an end. When we help others, we feel fulfilled and accomplished. When you leverage your business to improve the community around you, you wake up every day and appreciate what you have accomplished for the community. As King Solomon said, “Our work is meaningless unless it is to do good” (Ecclesiastes 3:12–13). Let’s use our success to be socially responsible and we will live much more meaningful lives.

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About the Author

Bob Diener is founder of Hotels.com and Getaroom.com. He practiced law with Gibson Dunn & Crutcher, managed a hedge fund, and regularly lectures at the University of Florida and Cornell Law School. He is also the former editor of the Cornell Law Review and is on KGO radio every Sunday morning.

Visitor Comments: 26

thank you beyond words. You said it all. God bless you. I will pracice what you wrote and will soon share my success

(25)
kwasi,
June 28, 2014 7:34 PM

Well Said

Your article is very interesting, I will tell you of my success very soon, because I'm going to practice it, I know it will work for me. good work done

(24)
Miss dainty,
March 21, 2014 8:48 AM

do not put a stumbling block before the blind (Lev 19 vs14)

This acticles help a lot,with this I believe I have success ahead of my business,..I appreciate

(23)
Kenan Moss,
January 14, 2014 1:09 PM

The Miller Analogy Test

I do not doubt for a moment what you say. Maybe teaching Commerce and Literature at University is the primary reason that the world is in the mess that it is in. Not all University Degrees are equal: Commerce and Literature practically fall of the bottom rung of the scale for measuring intellect at doctoral level: this at those Institutes with full rights to call themselves Universities. Of those organizations that call themselves Universities because of our confusion of "democracy" and "equality" (they have no mutual equvalence), I do not opine, I leave them and their alumni to the tender mercy of God, if it stretches that far.

(22)
Michael,
January 11, 2014 3:58 AM

Wonderful and Inspiring Article

I love your article and plan to share it with my students at the public high school at which I teach Business

(21)
Henry Wiltschek,
January 10, 2014 9:57 PM

What true values

How well written and observed, a lot of people can benefitFrom this, in the long run, that all of these above points bear fruit.

(20)
Sarah Rivka :),
January 10, 2014 7:55 PM

Great business advice!

I learned more from this one article than from my Business and Management minor in college!

(19)
Raphaelle Do Lern Hwei,
January 10, 2014 10:10 AM

Biblical HR Practices

1.Do not hold back the wages of the hired man overnight (Leviticus 18:13)

2. "Do not pervert justice; do not show partiality to the poor or favouritism to the great but judge your neighbour fairly."(Leviticus 18:15) - how we should evaluate performance.

3. Do not go about spreading slander among your people. Do not do anything that endangers your neighbour's life. I am the Lord. (Leviticus 18:16)

4. Against sexual harrassment/exploitation , even of slaves (here, those who are bound to work for a stated period due to debt) Lev 18:20

5. Proper jobs for women, not sex industry. Lev 18:29

6. Adequate rest (sabbath) Lev 19:30

7. Equality in law for both Jew and non Jew (Lev 19: 33,34)

(18)
Charles Makework,
January 10, 2014 1:57 AM

Consolidate

These 7 points seem to really be only 3. The first point is "do your homework." The third point is "be humble." And points 2 through 6 all seem to be variants of "be honest."

(17)
suzi,
January 10, 2014 1:32 AM

BE ETHICAL AND CARING IN ORDER TO BUILD SUCCESS IN BUSINESS, AS WELL AS LIFE.BUSINESS

Due to my family's influence of ideas and ideals, which is always the first conscious contact we have: As far as I can recall all those lessons have been taught.to me, by example of deeds, and words. My Faith, Baruch HASHEM, has always emphasized, explained, and proudly represented, what true humanity is.Judaism has constantly, and consistently, made me proud. I know, and always felt secure, pride, love, and a deep respect for all the principles it encompasses. One of the most wonderful, and loving aspects I enjoy and have a deep affection for is, I can always bring along anyone, of any faith, who has expressed an interest in seeing what a service is like. In our "house of worship," I never had to feel fear of being uncomfortable, or embarrassed, by the Rabbi, or anyone else who was taking part in a service. I knew whoever was speaking was intelligent, and kind, in their delivery, and truly espoused what our religion teaches, which never condemns any person who follows another faith, or belief system., and displays this when speaking of helping, and caring, It has always been made clear this is a global thought and deed. “Tikkun Olam.” (Healing the World.) This suggests humanity's shared responsibility to heal, repair and transform the world. In Judaism, the concept of Tikkun olam originated in the early rabbinic period. I am not as well educated in religion, and especially in Torah, as the author of this article, but it seems by osmosis, and I hope, Divine Intervention, I have known, shared, and put into action, all those points which he made.Thank you for that lovely, true, and proud, article.

(16)
Raymond Bastarache,
January 9, 2014 11:46 PM

success in business

Someone said: "Honesty is the best policy"? not quite! Honesty is the "ONLY" policy. A father and son were picking some corn out of someone's field. . the father said to his son let us look to the right and to the left make sure no one see us! ...Dad! said the son.. while dad was stealing the corn on the cob...you forgot to look up?

I admire Mr. Diener for the way he explains his success as being based on his Torah education. This article is something of a kiddush Hashem.But as a congregational rabbi, whose job it is to teach and preach Jewish values, I can't help but think "You don't have to be Jewish to recognize that business success correlates with doing your homework, maintaining good customer relations, treating your employees fairly, etc."Maybe we Jews got there first, or maybe not. But in either case, it's well known these days that in the best companies, the customer is always right and the employees always get bonuses and the word "integrity" is always highlighted by the owners. In short -- this is fantastic....but it's nothing new and nothing unusual. It's a bit like my sermons that call for being nice or kind or thoughtful. Fantastic, but you can get most of this from bumper stickers and so you don't need to sit in shul for 3 hours to hear the message.

Thank you for your eloquent post. The Torah truly teaches us lifetime lessons for every generation. A content coach, I have found that the Bible, the most read book, demonstrates the best lessons in how to write for business. I love how you have illustrated the lessons of business success come from the Bible as well.

(10)
Carla,
January 9, 2014 6:51 PM

Principles for all who know the Creator

These principles are for all who know the Creator. Unfortunately, many profess to know the Torah, but few are faithful enough to practice it in their lives.

(9)
Asher,
January 9, 2014 5:31 PM

Great for Yeshiva boys to know

Great article!

I work in a yeshiva and many bachurim ask me "whats the point of doing all this studying"? Although there are many simple answers for that, this is a different angle of looking at it. Thanks for a great piece!

(8)
DAS1951,
January 9, 2014 5:01 PM

Who needs Business School

Yeah, who needs Harvard Business School?

Studying Torah is cheaper...

(7)
JT,
January 9, 2014 4:49 PM

Yofe/Nachon!!

Truth, Wisdom and Direction from HaShem...

(6)
Chana Batya,
January 9, 2014 4:19 PM

Fantastic!

Thank you so much. This is exactly how every business could run.

(5)
peres,
January 9, 2014 4:09 PM

Thank you for this grear gift for the year 5774 (2014), its a great article

(4)
sisay matheos ketema,
January 9, 2014 3:47 PM

gorgeous

i compliment u

(3)
RR,
January 7, 2014 12:44 PM

Hebrew Academy (RASG-Miami)

Glad to see the Hebrew Academy education really paid off!!

(2)
David Wolf,
January 7, 2014 2:40 AM

Great article!

Just as important as all the business success you have had, is all of the community work you do!

I just got married and have an important question: Can we eat rice on Passover? My wife grew up eating it, and I did not. Is this just a matter of family tradition?

The Aish Rabbi Replies:

The Torah instructs a Jew not to eat (or even possess) chametz all seven days of Passover (Exodus 13:3). "Chametz" is defined as any of the five grains (wheat, spelt, barley, oats, and rye) that came into contact with water for more than 18 minutes. Chametz is a serious Torah prohibition, and for that reason we take extra protective measures on Passover to prevent any mistakes.

Hence the category of food called "kitniyot" (sometimes referred to generically as "legumes"). This includes rice, corn, soy beans, string beans, peas, lentils, peanuts, mustard, sesame seeds and poppy seeds. Even though kitniyot cannot technically become chametz, Ashkenazi Jews do not eat them on Passover. Why?

Products of kitniyot often appear like chametz products. For example, it can be hard to distinguish between rice flour (kitniyot) and wheat flour (chametz). Also, chametz grains may become inadvertently mixed together with kitniyot. Therefore, to prevent confusion, all kitniyot were prohibited.

In Jewish law, there is one important distinction between chametz and kitniyot. During Passover, it is forbidden to even have chametz in one's possession (hence the custom of "selling chametz"). Whereas it is permitted to own kitniyot during Passover and even to use it - not for eating - but for things like baby powder which contains cornstarch. Similarly, someone who is sick is allowed to take medicine containing kitniyot.

What about derivatives of kitniyot - e.g. corn oil, peanut oil, etc? This is a difference of opinion. Many will use kitniyot-based oils on Passover, while others are strict and only use olive or walnut oil.

Finally, there is one product called "quinoa" (pronounced "ken-wah" or "kin-o-ah") that is permitted on Passover even for Ashkenazim. Although it resembles a grain, it is technically a grass, and was never included in the prohibition against kitniyot. It is prepared like rice and has a very high protein content. (It's excellent in "cholent" stew!) In the United States and elsewhere, mainstream kosher supervision agencies certify it "Kosher for Passover" -- look for the label.

Interestingly, the Sefardi Jewish community does not have a prohibition against kitniyot. This creates the strange situation, for example, where one family could be eating rice on Passover - when their neighbors will not. So am I going to guess here that you are Ashkenazi and your wife is Sefardi. Am I right?

Yahrtzeit of Rabbi Moses ben Nachman (1194-1270), known as Nachmanides, and by the acronym of his name, Ramban. Born in Spain, he was a physician by trade, but was best-known for authoring brilliant commentaries on the Bible, Talmud, and philosophy. In 1263, King James of Spain authorized a disputation (religious debate) between Nachmanides and a Jewish convert to Christianity, Pablo Christiani. Nachmanides reluctantly agreed to take part, only after being assured by the king that he would have full freedom of expression. Nachmanides won the debate, which earned the king's respect and a prize of 300 gold coins. But this incensed the Church: Nachmanides was charged with blasphemy and he was forced to flee Spain. So at age 72, Nachmanides moved to Jerusalem. He was struck by the desolation in the Holy City -- there were so few Jews that he could not even find a minyan to pray. Nachmanides immediately set about rebuilding the Jewish community. The Ramban Synagogue stands today in Jerusalem's Old City, a living testimony to his efforts.

It's easy to be intimidated by mean people. See through their mask. Underneath is an insecure and unhappy person. They are alienated from others because they are alienated from themselves.

Have compassion for them. Not pity, not condemning, not fear, but compassion. Feel for their suffering. Identify with their core humanity. You might be able to influence them for the good. You might not. Either way your compassion frees you from their destructiveness. And if you would like to help them change, compassion gives you a chance to succeed.

It is the nature of a person to be influenced by his fellows and comrades (Rambam, Hil. De'os 6:1).

We can never escape the influence of our environment. Our life-style impacts upon us and, as if by osmosis, penetrates our skin and becomes part of us.

Our environment today is thoroughly computerized. Computer intelligence is no longer a science-fiction fantasy, but an everyday occurrence. Some computers can even carry out complete interviews. The computer asks questions, receives answers, interprets these answers, and uses its newly acquired information to ask new questions.

Still, while computers may be able to think, they cannot feel. The uniqueness of human beings is therefore no longer in their intellect, but in their emotions.

We must be extremely careful not to allow ourselves to become human computers that are devoid of feelings. Our culture is in danger of losing this essential aspect of humanity, remaining only with intellect. Because we communicate so much with unfeeling computers, we are in danger of becoming disconnected from our own feelings and oblivious to the feelings of others.

As we check in at our jobs, and the computer on our desk greets us with, "Good morning, Mr. Smith. Today is Wednesday, and here is the agenda for today," let us remember that this machine may indeed be brilliant, but it cannot laugh or cry. It cannot be happy if we succeed, or sad if we fail.

Today I shall...

try to remain a human being in every way - by keeping in touch with my own feelings and being sensitive to the feelings of others.

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